Leader (Director/Sr. Director) - Strategic Alliances

Job Description

Denodo is seeking an experienced Leader (Director/Sr. Director) for Strategic Alliances (Lead-SA) who will deliver alignment and impact on Denodo’s growth working with a few important partners deemed “strategic”. These would include Hyperscalers or Cloud Service Providers (CSP) such as AWS, Microsoft Azure, Google Cloud, Alibaba, and select Software and Hardware Technology partners.

This person will manage a direct team of Partner/ Alliance managers in coordination with an extended team of product management, cloud/partner solution architects, alliance marketers, and co-sell specialists, etc.  They will develop strategies to elevate the Denodo brand through strategic association with key ecosystem partners, as well as drive initiatives that “Build together” (technology integration, roadmap alignment, joint solution development), “GTM Together” (campaigns and enablement), and “Sell Together” (co- sell, cloud marketplace, sales acceleration programs) to impact current revenue and pipeline.

Denodo is making a significant investment in this area and seeks a person with deep experience delivering both strategic outcomes and execute with intensity for impacting business results. We are seeking a senior leader with strong executive relationships with a multitude of partners, especially hyperscalers, and a proven track record of exceeding goals in enterprise software and cloud alliances in at least the last five years. A talented rising star with narrower partner focus delivering outstanding results, and demonstrated management experience across a global, highly matrixed environment will also be considered.  Candidates should show good knowledge of data management, enterprise middleware or related markets and have superior communication and networking skills.

Salary range for this position is between 180,000 USD and 210,000 USD, depending on experience and qualifications.

Job Responsibilities & Duties

• Lead the ongoing management, activation and support of CSPs and AI/GenAI partners, while working with Denodo Partner Channel Sales Strategic GSIs to support business outcomes/results. 
• Evangelize strategic partner leadership and key internal stakeholders on the value of working together for better results despite overlapping positions in the market.
• Program-manage key cross-functional initiatives across multiple teams both within and external to the global partner ecosystem.
• Build and maintain executive relationships with targeted partners and create an advantaged mutually strategic relationship.
• Define and build the product integration, joint solutioning, marketing, go-to- market (cloud marketplace, co-sell, channel offerings) to accelerate sales globally. 
• Educate and align the field organization and channel partners to leverage strengths of strategic partners.
• Create partner and segment-specific strategies and account plans that collectively deliver our growth objectives on a multi-year and annual basis.
• Monitor trends, new opportunities, and measurable metrics —specific to the partner and across geographies—to maximize value creation and returns.
• Build, retain and grow the global team necessary to achieve these objectives.

Desired Skills & Experience

• 10+ years of results-driven enterprise software sales experience and 5+ years of strategic partnership experience.
• Specific experience partnering with CSPs with established VP-level relationships in key CSPs and ISV and GSI Partners. Strong understanding of enterprise technology landscape and trends with emphasis on digital, data, cloud, AI, and middleware.
• Executive disposition, energy, drive, professionalism, and the broader leadership qualities essential to building engaged teams and creating followership internally and externally.
• Strong entrepreneurial drive and results-focused leadership to scale a fast-growing company by leveraging partner ecosystems.
• Essential experiences and attributes include:
  • Proven success achieving scaled, sustainable exponential business growth internationally or across regions.
  • Demonstrated success in growing CSP co-sell sourced and influenced revenue leveraging the CSP partner and customer programs.
  • Excellent market development, business development, sales, and account leadership skills coupled with excellent networking and relationship skills.
  • Excellent commercial management, negotiation, and stakeholder management skills.
  • Proven success building high-performing teams, leading global organizations across markets, regions, and segments.
  • Excellent communication and presentation skills at the executive level.
  • Bachelor’s degree in a business-related discipline, computer science or engineering with an MBA preferred or equivalent work experience.